ROI: Three letters that need to be identified to decide any business commitment; three letters that potential clients ask our sales department about all the time; three letters around which we’ve accumulated the following data, to answer those questions… Leverage your investment in salesforce.com The listed price for Salesforce is $125 per user each...Read More
Seventy-five percent – that’s the number of organizations with some sort of employee recognition program, according to research by Bersin and Associates. Seems like a positive thing for three out of four businesses, right? Not entirely. The same research revealed that 87 percent of those recognition programs focus on tenure and that tenure-based recognition has...Read More
The bestselling book “Drive” written by Daniel Pink tackles an issue everyone, salesperson or not, deals with on a daily basis—motivation. In his book, Pink writes that people’s primary motivation is to achieve a high level of performance and, ultimately, satisfaction in all aspects of their lives. And salespeople are no different. One of the most...Read More
Let me try to paint a picture of what far too many companies face when it comes to Salesforce adoption (or of any sales CRM system). According to CSO Insights, 74% of sales organizations have poor CRM adoption so this is no small issue. Phase 1: This is going to be incredible!!! Your management team...Read More
Behavior Modification: Then vs. Now Have you ever heard it takes 21-days to make or break a habit? This rule of thumb is thought to have originated from “Psycho-Cybernetics” a self-help book from the 70’s (a time when Led Zeppelin, The Who, and Pink Floyd were the new, popular bands to put things in perspective)....Read More
Competition is one of nature’s most basic functions. It remains a powerful instinctual drive within us and it goes without saying that competition is the driving force in a sales team. Salespeople not only compete against each other as individuals, but also as groups and sometimes, against themselves. Meeting and exceeding goals is what keeps...Read More
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